Drive Revenue: This position will focus primarily on driving revenue growth within an existing customer base and developing pipeline from new agencies, departments and programs. Client retention is also a responsibility and critically important as part of achieving revenue growth targets.
Manage and Develop a High Performing Sales Team: There will be approximately five (5) Business Development Executives and four (4) Client Development Executives reporting to this Director. In addition, the Director and respective team will work closely with Iron Mountain's various Subject Matter Experts and Channel Managers when strategic partnerships will improve Iron Mountain's probability of winning.
Federal Expertise: As the Director of Federal Sales, it is critical that the ideal candidate can demonstrate previous selling successes to the Department of Defense and Branches of the Military and have a history of leading a high performing Federal Sales team.
Ability to lead a direct Federal sales team.
Provide insightful coaching that drives expected behaviors, employee satisfaction, account retention and revenue growth.
In addition to leading the direct business development team, this position must also independently create opportunities through networking, upselling and cross-selling customers, and other prospecting methods.
Maintain in-depth knowledge of Iron Mountain's Federal offerings, technologies, industry trends and best practices.
Demonstrates knowledge of Federal trends as they relate to records management, information governance, and compliance. Become versed in NARA and OMB Directives that directly impact agency information management decisions.
Become versed in the National Archives and Records Administration's offerings, rate schedules, strength / weaknesses.
Work closely with internal subject matter experts: Information Governance Digital Solutions, Data Management, Secure Destruction, North American Operations and extended teams, such as, lobbyists and consultants to develop strategies that will create sales opportunities.
Proven track record leading high performance Federal sales teams, with experience across DOD agencies. Experience with large Federal System Integrators is also desirable. Minimum 5 years managing a Federal Sales team.
Documented track record leading teams in maintaining and growing a multi-million portfolio of accounts.
Extensive experience using GovWin, FBO.gov and other federal solicitation applications.
Exceptional communication skills required to navigate through a sales process that includes legal, compliance, financial and operational complexities.
Must be a skilled motivator with demonstrated ability to coach and develop sales staff to exceed targeted sales objectives and deliver high quality service to customers.
Strong interpersonal, planning and analytical skills.
Ability to influence and negotiate.
Ability to make decisions and think in broad terms, considering the impact to the entire company.
Must have a proven ability to manage both direct and indirect employees in a matrixed organization. Ability to team effectively at all levels of Iron Mountain and customer personnel (to include C-level) on a wide range of topics and issues.
Top Secret clearance desired, clearable acceptable.
Excellent management and communication skills (written and verbal) with an ability to interact effectively with C-level executives and senior managers. Must be a skilled leader with a demonstrated ability to collaborate with and manage partners and customers in the Federal space
BA required, Federal sales experience is a MUST
Served in the military is desired
Sales leadership in the Information Management industry is a plus.